S 571 
.fl57 
Copy 1 



What the Grower 
Should Know 



What the Grower 
S hou Id Know 



1915 



A Handbook of 
Reliable Information 






Copyright 1915 by 
American Fruit and Produce 
Auction Association 



©CI.A410032 



This modest little book aims to Why This 
put before you, the apple grower Book Was 
of the American Northwest, in a W"**®** 
simple way the advantage to you 
of marketing your apple crop by 
the Public Sale system. 

In recent years a tremendous im- 
pulse has been given, in all lines of 
business, to adopt efficient, up-to- 
date methods. The time is now 
ripe for the apple grower of the 
American Northwest also to take 
an advanced position in selling 
methods and to use the Public Auc- 
tion for marketing his crop. 

From time to time statements 
have been made, more or less accu- 
rate, for and against this method 
of selling. This is the first time 
that an authoritative exposition is 
made after a most searching and 
painstaking investigation of all the 
facts related. 



Prejudice Whenever the word "auction" 
Dies Hard appeared heretofore it suggested a 
red flag — a man standing on a 
counter or chair yeUing at the top 
of his lungs and knocking do^vn un- 
der the hammer whatever by way 
of rubbish happened to be at hand. 
This is as things were once. But 
with regard to the Pubhc Sales of 
fruit as conducted now by the large 
Auction Companies, the picture is 
so entirely different that it is hard 
to make a comparison. 



Business 



In this country Public Sales of History 
fruit and vegetables are young ^ ^y^ 
compared with the business abroad. 
In England, Germany and France 
Public Sales of fruits and vegeta- 
bles are tremendously important 
and increasingly so. An example 
of their importance in England 
will suffice. England's over-sea 
importation in fruit and vegetables 
is vastly in excess of its home pro- 
duction. Public Sale has been in 
practice there for 100 years. In 
the three important cities the of- 
ferings at Public Sale are as fol- 
lows: 

Glasgow: 

1. All fruits. 

2. Nearly all flowers and 

plants. 

3. Some foreign vegetables, 

principally from Holland. 

London: 

^ of all foreign fruits and 
vegetables. 



Liverpool: 

All apples from Tasmania, Aus- 
tralia, America, Canada and 
Spain. 

All oranges from Jaffa, Italy 
and Spain. 

All lemons from Italy and 
Spain. 

Spanish melon, tomatoes and po- 
tatoes, onions from Egypt 
and Spain. 

Almeria and Lisbon grapes, etc., 
etc. 

The importance of Public Sales 
in England will be emphasized 
when it is stated that England, the 
past year, imported into Liverpool, 
London and Glasgow about 1,788,- 
236 barrels and 1,096,054 boxes of 
American and Canadian apples, 
all of which were sold at Public 
Auction. 

In the United States Public 
Sales began at about the time of 
the Civil War and have had a won- 



derful and sound growth ever 
since. Today 

85% of Florida oranges and 
grape fruit, 

75% " Pine apples, oranges 
and grape fruit 
from Porto Rico, 
Cuba and Isle of 
Pines, 

98% " California oranges, 
lemons, cherries, 
peaches, apricots, 
pears, plums and 
prunes, 

100% " Sicihan lemons, 

100% " Almeria grapes from 
Spain, 

100% " Cherries, pears and 
prunes from the 
Pacific Northwest, 

which are consumed in the large 
cities of the Eastern part of the 
United States are now sold at Pub- 
lic SalCj In addition, the bananas 
that are consumed in New York 



and Baltimore are disposed of in 
this way. Last year $150,000 
worth of chestnuts from France, 
Spain and Italy added to the vast 
volume of business going through 
the Auction Companies of New 
York. 



The Auction Companies ask for Choice of a 
no contract from the growers of the *^^ceiver 
Pacific Northwest. They do not 
accept consignments direct. Con- 
signments must come through rep- 
resentatives of the co-operative as- 
sociations or through private 
agents or individual growers. The 
Auction Companies want the 
grower represented at the public 
sale of his fruit to make the system 
of checks and balances complete. 
It should be said right here that 
the Auction Companies have no 
wish to interfere with any F. O. B. 
or delivery sales, you, as grower, 
can make. They realize that with 
the ever-increasing volume of the 
apple business of the Northwest a 
large percentage of the apples can- 
not be marketed by the F. O. B. 
system or by private sale. The use 
of their Public Sales rooms are of- 
fered, as well as the services of their 
skilled public salesmen, in dispos- 
ing of this part of the crop. 



Complete An attractive feature of the fruit 

Publicity Auction System is that its work- 

ings are in plain view of all. Daily 
auctions are public sales in every 
sense of the word. The Auction 
Companies have no business se- 
crets. Any question that may be 
asked of them can be answered and 
will be answered if they are com- 
municated with. The Public Sale 
system calls for a complete daily 
record of sales which is printed and 
may be referred to at will by both 
seller and buyer. 



No private salesman can get The Private 
from the buyer more than the mar- ^^^^ Way 
ket warrants. If a buyer over- 
reaches himself and finds he hag 
paid more than his competitor, he 
goes back to the private seller and 
asks him to cut down the price to 
what his competitor paid. The pri- 
vate seller does this to hold his 
trade. He will, for example, tell a 
buyer that if he will pay $2.00 a 
box, the sum of fifty cents or 
twenty cents as the case may be, 
will be returned to the buyer as a 
rebate, if he, as the seller, finds it 
necessary to lower the price that 
much during the day. The auction 
price stands and admits of no re- 
duction. 

California and Florida shippers 
have their fruit disposed of at one 
time each day in a Public Sales 
room where all the buyers are as- 
sembled and where each with his 
own particular interest to serve 
acts as a stimulant on the other. 



Picture a large business like the 
Northwestern box apple business 
divided into small, scattered selling 
units rather than concentrated in 
one place. Picture the buyers 
scattered. Picture two men quietly 
talking the matter over in the back 
of a store. The seller is trying to 
get as high a price as the drift of 
the market will stand, but he can- 
not get a higher price and at the 
same time keep the buyer's busi- 
ness. The seller is handicapped by 
not knowing what supphes his com- 
petitors are offering. The seller 
has undesirable sizes of fruit which 
the buyer does not want, but which 
the seller is inducing the buyer to 
take by offering the desirable fruit 
for less money. The buyer is try- 
ing to obtain the apples at as low a 
price as he can. No public record 
is kept of the amount paid to the 
shipper's representative in this 
dickering. The grower must trust 
to the good name of the house 
whicli he employs. 



Now, after viewing this mental 
picture of two men dickering in 
each of several stores through the 
long day, then compare the Public 
Sale in the Auction Room and you 
will gain the viewpoint of the pro- 
gressive grower of California and 
Florida. 



The Public Picture all the fruit and all the 
Sale Way ^uyepg concentrated in one place 
at one time. At a given time the 
gong rings and the buyers assemble 
in the Sales Auditorium. As a 
winning bidder need to take only a 
limited number of boxes the repre- 
sentative of the largest Jobbing 
House, or Department Store or 
Grocery House, or Chain Store 
man or Hotel man or large Restau- 
rant, in town who needs 200 boxes 
of a certain grade of fruit must bid 
against the push-cart salesman who 
wants but a limited quantity. The 
excitement grows intense. Each 
buyer fears that his rival will get 
the particular fruit that he has de- 
mand for. With this free working 
of the law of supply and demand 
the price is fixed. Frequently per- 
sonal rivalry among several bid- 
ders results in the price being 
pushed far above what the natural 
law of supply and demand war- 
rants. 



Many a buyer goes to the auc- 
tion with the idea of buying but 50 
boxes, and goes away the pur- 
chaser of 100. He sees what he 
thinks he can make money on and 
plunges. The next hour he and all 
of his firm are at work trying to 
sell the fruit he has bought. In this 
way the fruits that are sold at auc- 
tion are featured and boomed by 
hundreds, while the boxed apples 
that come through private sales 
have only the support of a few job- 
bers in each city. 

Each jobbing house of the city 
and a number from the tributary 
district; each fine fruiterer; each 
broker who is buying for others; 
many retail grocers and the like, 
know that they will have a demand 
from the customers for a certain 
amount of fruit during that day. 
The buyers arrive in time to in- 
spect thoroughly the fruit that is 
on display in one large warehouse 
or on one dock. In that large ex- 
hibit each buyer — whether the fine 



fruiterer, or the department store, 
or the chain store, or the retail 
grocer, or the push-cart man finds 
the sizes and grades that he wants 
— in fact that he must have, if he 
is to keep his customers from go- 
ing next door after his fruit. 



The men who do the actual sell- The 

iiiff are a rare set. It would be im- Auctioneer 

A Puhlic 
possible to find a higher type of salesman 

business men in all this great coun- 
try than they are. These men must 
not only be efficient to a degree, but 
if they were not the very soul of 
honor they could not maintain 
themselves more than a day in their 
delicate positions. Their reputa- 
tion for honesty and impartiality is 
almost unique. It takes years for 
an Auction Company to make an 
Auctioneer of a man. The great- 
est asset that an Auctioneer has is 
the confidence of the receivers and 
of the buyers in his integrity. Is it 
a wonder, then, that he is careful 
of his reputation ? He must be effi- 
cient or no receiver will allow him 
to sell his fruit. To be efficient, the 
Auctioneer must be of sterling 
honesty and have that reputation 
among the buyers. The Auc- 
tioneer must know and be a spe- 
cialist in the fruit business. His 



duties require him, just previous to 
the sale, to examine the fruit that 
he is to sell as to quality and condi- 
tion and make a notation on his 
catalog so he can secure the highest 
price for the different grades of 
fruit. He also must know the qual- 
ity and condition of the fruit sold 
by his competitor. 

It is literally impossible for an 
Auctioneer to be other than honest 
and remain in the business for 
a single day. The agent of the 
grower sits on the stand alongside 
of the Auctioneer and sees every 
bid that is made the same as does 
the Auctioneer himself. The Auc- 
tioneer can show no favoritism; 
and he must know values. Each 
buyer is entitled to know why his 
bid is not accej^ted. If the Auc- 
tioneer were not fair to buyers, his 
very life would be endangered on 
the spot, as this fruit buying means 
a living to those who attend the 



public sales, and they demand fair 
play. The fruit Auctioneer pays a 
heavy license and is under bond ac- 
countable to the Board of Alder- 



men. 



Combina- There are too many racial differ- 
tions ences and too many varying inter- 
ests involved to enable the buyers 
to form a combine in the market. 
There are Greeks, Hebrews, Irish- 
men, Germans, Italians and 
Americans, both large and small 
buyers, at every Public Sale. The 
Auction Companies have made 
combinations impossible by forbid- 
ding one buyer to bid for any other 
who is present at the sale. Com- 
petition in bidding is keen in this 
striving in the open Public Sale; 
and the price of fruit is forced up- 
wards to the point at which there 
is only a small profit for the whole- 
sale merchant. The grower who 
sells at Public Sale has yet another 
check. His agent can quickly dis- 
cover any combination that might 
be attempted. It is his privilege 
to withdraw the fruit from Public 
Sale. 

Finally, the shipper need not 
trust the receiver. Every public 



sale is a matter of public record. 
The catalog and sale sheet must 
be kept for a certain period in each 
State before their destruction is 
permitted. Some of the Auction 
Companies keep their papers for 
years. The shipper can write to 
the Auction Company and get a 
mailing catalog showing the cor- 
rect prices. In the City of New 
York, for example, the Daily Fruit 
BeiJorter, an independent paper, 
publishes each day the results of 
the sales, car by car, and brand by 
brand. 

Anybody may sit in the Public 
Sales Auditorium and hear the 
Auctioneer sell the fruit to the 
highest bidder at a certain figure. 
He may note on a catalog what his 
fruit sold for and then compare 
that with the account sales subse- 
quently rendered by the Auction 
Company. He will find that they 
agree completely. There are so 



many checks upon everyone con- 
cerned in the pubhc sale, there are 
so many incentives for keeping in 
the straight and narrow path, that 
dishonesty is not even tried. 



There are not the wild fliictua- No Wild 
tions in the prices at auction that Fluctuations 
some imagine. The fruit and the 
buyers are all in one place and the 
law of supply and demand is not 
interfered with. The fruit auc- 
tions are held regularly, and every 
day (Saturday excepted) in the 
large cities, at a regular schedule 
time. The buyers who attend these 
sales make a regular business of 
buying and selling fruit. All of 
them have an outlet through the 
consumer ; they supply fruit to the 
retail storekeeper, the wagon ped- . 
dler, steamers and trains, and to 
dealers in nearby cities. All of the 
buyers speculate occasionally, but 
the great bulk of their buying is to 
supply a present need. 



Selling There are few points connected 
Expenses ^^.jth the marketing of fruit that 
equal in importance the matter of 
exj^ense. It is, therefore, well for 
you, as an apple grower, to re- 
member that the Public Sale sys- 
tem of selling fruit enables you to 
get prompt returns from the Auc- 
tion Companies at a low selling ex- 
pense, and to obtain for your fruit 
prices which are only produced by 
active, concentrated competition : 
where all the buyers have an oppor- 
tunity to view your fruit and place 
^ their bids upon it. Because of the 
intense publicity that attends every 
move in the Public Sale system you 
need not worr}^ about the honesty 
of the firm with which you deal. 
It does not matter whether the firm 
is of old established reputation or 
of more recent standing, because 
the auction works as hard for one 
as for the other and renders accu- 
rate returns like a machine. 



Auctioneers know the many hun- The Buyer 
dreds of buyers whom they face 
daily, by name, or by some nick- 
name that they have been forced to 
give those whose names are not 
pronounceable by an American. 
The Auctioneers themselves are 
practically all Americans. The 
name of each successful bidder is 
announced by the Auctioneer as 
well as the price that he has agreed 
to pay and he repeats the number 
of boxes that the bidders announce 
that they want. 

Even outside the Auction 
Rooms the Auction Companies 
come in contact with buyers. 
Seven-eighths of the fruit is sold on 
credit, for which the Auction Com- 
panies are responsible. The Auc- 
tion Companies must, therefore, 
know all about each buyer's busi- 
ness ; who his competitors are ; how 
much financial backing he has, and 
whether he has been honest in his 
business dealings. Through these 



facts they judge the extent of the 
credit that he should be given. 

Through this intimate contact 
with the business of each of the sev- 
eral hundred buyers, the Auc- 
tioneer learns to play one buyer 
against another. It is his delight 
to get rivals in business bidding 
against each other on the same line 
of fruit. Tactics like these enable 
the Auctioneer to lift the whole 
scale of prices. 

Well packed fruit in good condi- 
tion brings a premium at Public 
Sale which no private salesman 
dare ask for. 



Business 



The volume of the apple busi- Volume of 
ness has been growing so fast that ^PP^® 
it has become absolutely necessary 
for the growers to adopt the Public 
Sale system of selling. In 1914- 
15 about 15,000 cars were shipped 
and this amount tested the capacity 
of the private system of marketing 
to the limit. In 1923, at this rate, 
counting out half of the acreage 
planted and then discounting the 
remaining acreage by half, there 
will be enough bearing acres to fur- 
nish 125,000 cars, — a stupendous 
total. Can the grower contemplate 
for a moment this enormous output 
divided into small scattered selling 
units and the buyers divided? 



Regularity of To give the Public Sale system 
Shipments Qf selling apples a fair trial, a 
quantity sufficient to attract the 
buyer, including high-grade fruit, 
should be supplied the auctions 
regularly. Distribution would be 
widened. The large number of 
firms that deal exclusively in fruits 
sold at auction, being assured of a 
source of supply at auction, would 
welcome the opportunity to add 
apples to the list of commodities 
dealt in. Buyers prefer the auction 
method of handling fruit because 
the sales are public, regulated by 
law, and all are certain to get a 
square deal. They then know what 
their rivals are paying for apples 
and are on an equal footing with 
them. They can economize time. 
They can quickly look over all the 
fruit in the market, select the sizes 
wanted and buy them if they are 
willing to pay the price. 

Confidence is the offspring of 
publicity; and just as the founda- 
tion of the auction system is laid on 



the rockbed of publicity, so the con- 
science of both buyers and sellers 
is founded upon the surest and 
most lasting business basis possible. 
Confidence lessens timidity and re- 
straint in buying. Confidence does 
not thrive in the dark. Confidence 
lessens sham practice and double 
dealing as between buyer and 
seller, and the Public Sale system 
strives to promote this spirit of 
confidence at all times. 



Why Many The extent to which the apple 
Will Not buyers now daily attend the daily- 
fruit auctions varies in localities. 



Apples 



In all of the cities, however, it is 
certainly true that the vast ma- 
jority of the firms that handle 
Northwestern apples also deal in 
the other fruits that are sold at 
Public Sale in the daily auctions. 
But there are hundreds of firms 
that do not handle apples now be- 
cause they are not sold through the 
auction. The small percentage of 
firms that do not have buyers at the 
daily auctions, who make a spe- 
cialty of apples, would send them 
to the auctions if a substantial per- 
centage of the first-class apples 
were supplied the auctions in regu- 
lar quantities. They would be able 
to save time and energy, get the 
sizes and grades they want, and 
would be assured of fair treatment. 
They would have no fear of secret 
discriminations. Then, too, they 
would not want their rivals to have 



a source of supply which they 
themselves do not tap. At the auc- 
tion sales there is always a chance 
of getting the other man to pay 
more than you pay for your sup- 
plies. 



Relief A Public Sale can relieve a glut- 
of Glut j-gfj market as no other medium can. 
Just as soon as the market sags 
the representatives of the peddlers 
at the Public Sale buy heavily. 
With all the push-carts and ped- 
dlers' wagons featuring apples, 
many not handling anything else 
for the time being, vast quantities 
of fruit can be disposed of in case 
of a glut. The rate of consump- 
tion established would cause a re- 
bound that would be a foundation 
for the prices of the supplies fur- 
nished later. 

Had the Public Sale system 
been employed last fall when so 
many Jonathans in poor condition 
reached the eastern markets, their 
distribution would have been a 
matter of comparative ease, as 
against the private sale system un- 
der which a disastrous glut of the 
market actually occurred. There 
was not the distribution among 
peddlers and push carts, fruit 
stands and stores as there would 



have been had the whole bulk of 
these apples been put through the 
auction. 

The Public Sale system has a 
particular advantage over private 
selling in that, once the glut is re- 
lieved, the stimulated rate of con- 
sumption sends prices upward at 
once. Under the private sale sys- 
tem the jobber overstays his mar- 
ket. He does not know the quan- 
tity of his rival's supplies or what 
prices he is charging or is going to 
charge. He is timid. The buyers, 
who are just as shrewd as he, hold 
down the price as long as they can. 
The price rises slowly, and this 
year did not rise appreciably until 
the late spring. 

At the Public Sale it is quickly 
apparent that all buyers want a 
certain kind of fruit. No buyer 
can hide the fact. He must bid 
lively and high if he is to get the 
fruit that his customers want. 



Distribution 



Public Sale A recent concrete example of the 
Widens ^yg^y Public Sale of fruit increases 
the number of buyers and thereby 
widens distribution is the sale of 
bananas at Public Auction in the 
cities of New York and Baltimore. 
The Company importing the 
largest amount of bananas changed 
from Private Sale to Public Sale 
in New York City April 1, 1913, 
and in Baltimore July 1, 1914, 
with the result that the number of 
buyers increased nearly tenfold. 
It has happened that in a single 
year in some Public Sales cities 
California deciduous fruits have in- 
creased 30%, and in a period of five 
years 100% when California had a 
heavy crop; and Public Sale has 
been sufficiently flexible to take 
care of and distribute the increased 
crop. Similarly sales of Florida 
oranges in Boston have, in a period 
of five years, at Public Sale, in- 
creased 350%. 

Now compare with the foregoing 
the consumption of Northwestern 



apples in Boston under Private 
Sale: 

Season 1911-1912. . .370 Cars 
" 1912-1913. ..365 " 
" 1913-1914... 354 " 
" 1914-1915. . .360 " 

The result is that although the 
crop has increased greatly Private 
Sale has not been sufficiently flex- 
ible to widen distribution. 



A Fair Trial The Auction Companies ask the 
grower to demand of his represen- 
tative to give the PubHc Sale a fair 
trial, which means the furnishing 
of regular shipments of high-grade 
fruit for a reasonable length of 
time ; particularly is it advised that 
good fruit be offered at Public 
Sale and not some that has passed 
its prime. 

Fair play is asked because a 
square deal is given. If only an 
occasional car of fruit that is far 
from its prime is offered at Pubhc 
Sale it will have a bad effect on the 
mind of the buyer. 



Eliminated 



Because the auction disposes of Receivers 
the fruit quickly at the best prices ^^^ 
obtainable it is conceded almost 
universally that the Public Sale is 
the proper way of selling soft fruits 
that arrive in standard boxes and 
packages. 

Cherries, Bartlett pears, apricots 
and prunes from the Pacific North- 
west must be sold through the auc- 
tion. Receivers concede this. Be- 
cause apples keep longer than cher- 
ries and prunes and most of the 
pears, receivers have been able to 
dispose of apples through the more 
expensive method of private sale. 
Under the Public Sale system the 
receiver represents the grower. 
He watches the interests of the 
grower, keeps the grower in touch 
with market conditions, talks up his 
shipper's fruit among the trade 
when they come to view it, and 
mails the money paid to him by the 
Auction Company to the grower. 



speed in The mere fact that apples keep 
Distribution [onger than most of the fruits sold 
at auction does not furnish ground 
for argument that it is not suitable 
to dispose of them at Public Sale. 
All apples cannot be kept. Con- 
sumption must not be restricted. 
They must be distributed Hke other 
keepable fruit, in an orderly man- 
ner. In this way the responsibihty 
can be divided among a large num- 
ber and partly shifted from the 
grower and his organization. The 
shipper will have his money and 
also the support of the buyers in 
supporting the market in the most 
healthy way; this by boosting the 
fruit among the retail merchants 
and thereby boosting consumption. 

Apples from the Northwest are 
good keepers and it is wrong to 
suppose that times do not come and 
have not come when apple growers 
did not suffer through the lack of a 
quick and immediate outlet for 
their product. The case of the 



Jonathans referred to before illus- 
trates that point. 

One great essential in marketing 
fruit is promptness in the delivery 
to the buyer. The private seller's 
ability to make prompt delivery is 
limited to the number of trucks 
owned or controlled by his boss 
truckman, but the auction method 
with its immense volume employs 
so many public truckmen for their 
daily work that they are at all times 
equipped to handle any quantity. 
For example, 100 cars of Cali- 
fornia fruits — in addition to the 
other lines of different varieties 
selling — are delivered in a single 
day, and have not overtaxed the 
capacity of the auctions in one of 
our large cities. 

No single private seller could ap- 
proach that speed in delivery for 
even a small fraction of the volume. 

The more prompt the delivery 
the more satisfaction to the buyer. 



If the apple grower would dis- 
pose of his fruit under the Public 
Sale system his net results would 
be greater than they are now. Ac- 
tive, concentrated competition 
makes good prices so long as the 
competition is among the buyers; 
but it is disastrous to the shipper 
when it exists among the sellers. 



A chain is as strong as its weak- Conclusion 
est link. The past season's lesson 
should not be forgotten. What 
happened then should be avoided. 
The way to avoid it has been shown 
here, you have the remedy. No 
matter how high a point of effi- 
ciency you have reached in growing 
and packing, there is still left the 
tremendously important factor of 
marketing. 

Instead of a few to bid on your 
product you can have the many. 
Instead of scattered selling units , 

you can have concentration. Goods 
on view in an alley cannot compete 
with those shown on Main Street. 
Main Street has the crowd. 

Absolute fairness; prompt serv- 
ice; the ability to sell at once in- 
stead of storing; a saving in time; 
a saving in money — all these are 
yours for the taking. 

If they seem worth having you 
now know how to get them. 



Ship steadily, not occasionally, 
all the grades and varieties you 
produce. Instruct your agents 
positively to have your apples sold 
at Public Sale by the Auction 
Companies. Then, when your 
agents send your checks, and the 
original account as rendered by the 
auction, compare the speed, com- 
pare the cost, compare the net re- 
sults. 

The Public Sale, as was stated 
in the beginning, has been in suc- 
cessful use for one hundred years 
in Europe, for fifty years in the 
United States. It is coming into 
use more and more, eventually 
every shipper will use it. The pro- 
gressive man is he who grasps a 
good opportunity promptly. To 
wait is to lose a business oppor- 
tunity worth using, worth your 
using, this season. 

It is up to you. 



AMERICAN FRUIT AND PRODUCE 
AUCTION ASSOCIATION 

202-204 FRANKLIN STREET NEW YORK 

V. K. McELHENY, Jr., Pres. 

N. C. IVES, Vice-Pres. 

H. B. HEGEMAN, Sec'y-Treas. 



EXECUTIVE COMMITTEE 

W. E. BIGALOW 

C. B. DOWNER 

J. M. FANNING 

J. J. CASTELLINI 

V. K. McELHENY, Jr. 

N. C. IVES 

H. B. HEGEMAN 



For further information please communicate with: 

Baltimore, Md. Baltimore Fruit Exchange 
Boston, Mass. H. Harris & Co, 
Buffalo, N. Y. Union Fruit Auction Co. 
Cincinnati, Ohio United Fruit Auction Co. 
Cleveland, Ohio Consolidated Fruit Auction Co. 
Detroit, Mich. United Fruit Auction Co. 
Kansas City, Mo. Kansas City Fruit Auction Co. 
New Orleans, La. The Fruit Auction Co. 
New York, N.Y. Brown & Seccomb 
New York, N.Y. Connolly Auction Co. 
New York, N.Y. The Fruit Auction Co. 
Philadelphia, Pa. Philadelphia Auction Co. 
Pittsburgh, Pa. Union Fruit Auction Co. 



Memoranda 



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Memoranda 



Memoranda 



Memoranda 



LIBRftRY OF CONGRESS 



002 671 705 fl % 



